Looking at it from the long term perspective, it is important to understand how much of ones time should be allocated to each task in the sales cycle. This measured not on a day by day basis, but say over the length of a typical sales cycle. As a rep you should have a sense as to what percentage of your time you should spend with each activity,
To keep from wasting time on people who aren’t seriously interested in pursuing a business relationship, try the three-step qualifying process on an upcoming sales opportunity so that you know right away whether it’s alive with possibilities or a dead end.
Aaron Ross, formerly of salesforce.com, writes a piece on how to build a winning sales organization. And as a reminder for those sales managers who believe sales activities are the solution for every revenue shortfall they face – number 6 has your name written all over it.
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